Once I had built a relationship based on intrinsic negotiation, I could return to the well again with a new item and a trade would be accepted. By understanding and explaining my goals of exchanging a lower value item for a higher value item I was building trust. The other party had little reason to doubt my position and could speak freely about the items they were willing to exchange. As Negotiations warns, if you pushed for extreme value creation, other parties would be less willing to participate in future negotiations (Harvard Business Essentials, 2003, p..